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Jim Koch
March 6, 2017
In 1984, Jim Koch (pronounced “cook”), then in his mid-30s, made the leap from working in management consulting at Boston Consulting Group to start Boston Beer Co. The company, makers of Samuel Adams, rented space and equipment from other breweries for more than a decade before Koch purchased his first brewery. Today, Koch is a billionaire and Boston Beer Co. is the second-largest craft brewery in America. In his 2016 book "Quench Your Own Thirst," Koch shares tales of that growth and business lessons he learned along the way.




Mike Derezin
January 4, 2017
Get social or get left behind
Mike Derezin
Mike Derezin, vice president of sales for LinkedIn Sales Solutions, says in an era in which social sellers realize 66 percent greater quota attainment than those using traditional prospecting techniques (a Sales Benchmark Index statistic), if you’re sales team doesn’t adopt social selling strategies, it may not be selling for long.
Dan Ariely
November 1, 2016
The motivation conundrum
Dan Ariely
Dan Ariely, a professor of psychology and behavioral economics at Duke University, has explored the irrationality of people’s decision-making processes in best-selling books. In his latest book, “Payoff: The Hidden Logic That Shapes Our Motivation,” he explains that what drives people is far more complicated than most of us understand – and why business leaders would be wise to take a closer look.
Andy Steves
September 19, 2016
Natural born travel guide
Andy Steves
His father Rick taught a generation of public television viewers how to take in Europe. Now, Andy Steves, 29, has a successful tour guide business targeted to millennials and a new guidebook of his own. We talked about the incomparable value of travel and how his generation likes to go about it..
Jonathan Crossfield
June 27th, 2016
Words to the wise
Jonathan Crossfield, Sydney-based marketing consultant
"If it involves arranging words in rows with occasional punctuation, then I’ve given it a bash," says Jonathan Crossfield, a Sydney-based marketing consultant. On his entertaining and informative blog (, Crossfield sounds off on a wide range of ideas regarding using words to build your brand. We focused our discussion on content marketing.
Charles Duhigg
May 3rd, 2016
You, too, can be a productivity expert
Charles Duhigg, New York Times
With his new book, "Smarter Faster Better: The Secrets of Being Productive in Life and Business," Pulitzer Prize-winning New York Times business writer Charles Duhigg has followed up his bestseller on habits with a close look at the choices the most productive among us make that the rest of us don't.
Lori Richardson
March 23rd, 2016
The gender flap
Lori Richardson, Score More Sales
Lori Richardson learned her first lessons about sales at an early age. In the 1980s, she boldly stepped into the male-dominated world of technology sales because she was a single mother who couldn't make ends meet as a teacher. She was a leading sales rep who serviced national corporate accounts before shifting to building sales teams and running a corporate university for a Boston-based company. In 2002, she founded Score More Sales, the B2B sales consultancy and training company she still runs today. With this issue's cover story focused on women in sales leadership and B2B sales roles, it seemed timely to have Richardson share her thoughts on a wide range of topics.
Paul Bellantone
January 8th, 2016
The takeaway on giveaways
Paul Bellantone, Promotional Products Association International
You don't stop daily to notice the calendar you received from your Realtor or the refrigerator magnets from the neighborhood pizza place. But when you need to reach that business, you know instantly where to turn. Marketing strategies have changed drastically over the centuries, but as Paul Bellantone, President and CEO of the Promotional Products Association International (PPAI) explains, these mighty brand builders have always produced stellar results.
Geoff Colvin
November 5th, 2015
Robots Can't Close
Geoff Colvin, author and Fortune editor at large
To date, technological advancements have always created better jobs and improved the well-being of humanity. But we face the real possibility that technology will, for the first time, displace more jobs than it creates. In his new book, "Humans are Underrated: What High Achievers Know That Brilliant Machines Never Will," Geoff Colvin, a senior editor at Fortune magazine, says those people who master the human abilities that are fading all around us will be the most valuable workers in the world.
Donald Guardian
September 2nd, 2015
The Jersey Score
Donald Guardian, Atlantic City, NJ mayor
Atlantic City Mayor Donald Guardian says a focus on meetings and events business is spearheading an economic rebound.
Ben Parr
June 29th, 2015
Ben Parr, technology journalist
Attention is currency, says techno journalist Ben Parr. He says his seven captivation triggers are scientifically proven to help you rise above the din.
Ken Schmidt
May 6th, 2015
Embracing the customer-built brand
Ken Schmidt, former Harley-Davidson marketing executive
The former director of corporate and financial communications for Harley-Davidson talks turnarounds, interacting with customers and - duh - bikes
Heidi Grant Halvorson
March 19th, 2015
You aren't always who you think you are
Heidi Grant-Halvorson, author
Salespeople need to establish competency, but social psychologist Heidi Grant Halvorson says in their rush to do so, they may unwittingly be shooting themselves in the foot. The author of "No One Understands You and What to Do About It" lays out a better path to successful conversations.
Laurie Ruettimann
January 4th, 2015
What HR Really Thinks
Laurie Ruettimann, HR blogger
At first blush, Laurie Ruettimann is a former corporate human resources director who uses her brassy blog ( to upbraid the women (yes, they are still predominantly women) who continue to fight the HR fight in cubicles around the world. First impressions aren’t all wrong. But Ruettimann has some lessons to impart on managers as well, starting with the fact that HR isn’t here to clean up their messes.
David Zweig
October 30th, 2014
Noticeably unnoticeable
David Zweig, author
In his new book "Invisibles: The Power of Anonymous Work in an Age of Relentless Self-Promotion," journalist David Zweig explores the work of some top-performing professionals in behind-the-scenes positions. These intrinsically motivated workers are critically important to the high-profile projects they are involved with, but the general public is none the wiser - and the Invisibles are just fine with that.
Michele Samoulides
September 5th, 2014 11:20 AM
Windows Around the World
Michele Samoulides, Microsoft incentive travel planner
High-tech workers love their incentive stock options, but Microsoft’s Michele Samoulides says that incentive travel programs are some of the software giant’s most effective motivators. She runs the company’s annual Gold Club program, which recognizes more than 2,000 sales professionals, human resources professionals, administrative assistants and other employees worldwide through three regional incentive programs.
Jen Mueller
July 28th, 2014, 2014 11:20 AM
Get In the Game
Jen Mueller, broadcaster and author
In her book, "Game Time: Learn to Talk Sports In 5 Minutes a Day for Business," Seattle sports broadcaster Jen Mueller states that a lack of sports knowledge can cost businesspeople money. You don’t need to be able to break down Phil Jackson’s triangle offense, but knowing that a basketball hoop is not called a “ring” is a good start.
Jill Konrath
May 20, 2014 11:20 AM
Start fast, finish strong
Jill Konrath, Speaker and author
In her new book, “Agile Selling: Get Up to Speed Quickly in Today’s Ever-Changing Sales World,” sales strategist Jill Konrath emphasizes the importance of strong starts with new prospects. Konrath knows a thing or two about starting strong. Her first book, “Selling to Big Companies,” was named one of Fortune magazine’s “Must Reads” for salespeople, and is on a number of all-time top 10 lists for sales books.
May 20, 2014 11:20 AM
Shark Musings
Mark Cuban
When he was 12, Mark Cuban sold garbage bags to pay for an expensive pair of basketball shoes. An entrepreneur was born and the business world hasn't been the same. Cuban is the owner of the Dallas Mavericks of the National Basketball Association, Landmark Theatres and Magnolia Pictures, and the chairman of AXS TV.
September 10, 2013 03:18 PM
Elizabeth Becker, author and journalist
Former New York Times foreign correspondent Elizabeth Becker circled the world to report on the global impact of travel as a product. Her book, “Overbooked: The Exploding Business of Travel and Tourism,” was published earlier this year.
May 6, 2013 01:59 PM
Apollo Robbins, entertainer, consultant
A recent New Yorker feature on Apollo Robbins described the Las Vegas-based entertainer as a “theatrical pickpocket” who, in pursuit of his craft, has incorporated principles from aikido, sales and Latin ballroom dancing.
February 25, 2013 10:52 AM
Daniel Pink, author
SMM:Your new book, “To Sell Is Human,” offers a fresh look at the art and science of selling and states that everyone is in sales in one fashion or another. Who will benefit most from it?
July 15, 2012 12:00 AM
Bill Catlette, co-founder, Contented Cows
Bill Catlette and Richard Hadden emerged on the employee engagement scene in 1998 as the “cow guys” after the publication of their book, “Contented Cows Give Better Milk: The Plain Truth About Employee Relations and Your Bottom Line.” Fourteen years later, they’re still crusading for building better workplaces.
June 4, 2012 12:00 AM
Nancy Martini, author
SMM: Your new book takes an in-depth at applying a scientific analysis to sales. Is that truly a new concept? Martini: Our company is 57 years old and has been working with behavioral assessments since from the beginning. What’s new is applying behavioral science with skills analytics and combining those two to drive sales performance.
Scott Adams
March 22, 2012 12:00 AM
Scott Adams, creator of “Dilbert”
Before he became a world-renowned depicter of the banality of corporate America with his “Dilbert” comic strip, Scott Adams was rejected for an arts school, and instead earned an undergraduate degree in economics from Hartwick College and an MBA in economics and management from the University of California-Berkeley.

February 6, 2012 01:00 PM
Brent Adamson and Matthew Dixon, authors of “The Challenger Sale”
A Q&A from Sales & Marketing Management SMM: There has been a lot of debate online about the theories you propose in your new book. Before we get to those, however, why did the world need another sales book?